Head of Commercial Excellence LATAM

Suntory Global Spirits; Mexico; On-site; MXN 3,000,000 - 5,000,000; Full time

Job summary

Suntory Global Spirits is seeking a strategic, execution-oriented leader to shape the next generation of commercial operations across Latin America. Reporting directly to the LATAM Managing Director, this role will unify and elevate commercial practices, lead RTM transformation in our owned operations in Mexico and Brazil, and strengthen expansion through third-party distributors in the rest of LATAM.

The Head of Commercial Excellence LATAM will connect regional strategy with local execution,

Qualifications

• 10-15 years of progressive experience across Commercial, Sales Strategy, Commercial Excellence, RTM or transformation, ideally in FMCG, spirits or beverages.
• Fluent English and Spanish; Portuguese highly desirable.
• Regional LATAM experience preferred.

Responsibilities

• Shape the next generation of commercial operations across Latin America.
• Unify and elevate commercial practices, lead RTM transformation in Mexico and Brazil, and strengthen expansion through third-party distributors in LATAM.
• Establish scalable operating models, stronger commercial capabilities, clear accountability, and measurable business impact.
• Own the LATAM commercial capability agenda; identify skill gaps, deploy tools and training, and reinforce shared commercial principles and a culture of continuous improvement.
• Connect portfolio and brand-market priorities to annual commercial plans, customer/distributor execution and outlet standards.
• Set common regional KPIs, scorecards and business-review routines; drive actions with owners and deadlines.
• Coordinate cross-country leadership and serve as LATAM's key counterpart to Americas Commercial Excellence and Strategy.

Job description

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At Suntory Global Spirits, we craft spirits of the highest quality and deliver brilliant experiences to people around the world. Suntory Global Spirits has evolved into the world\'s third largest leading premium spirits company ... where each employee is treated like family and trusted with legacy. With our greatest assets - our premium spirits and our people - we\'re driving growth through impactful marketing, innovation and an entrepreneurial spirit. Suntory Global Spirits is a place where you can come Unleash your Spirit by making an impact each and every day.

What makes this a great opportunity?

Suntory Global Spirits is seeking a strategic, execution-oriented leader to shape the next generation of commercial operations across Latin America. Reporting directly to the LATAM Managing Director, this role will unify and elevate commercial practices, lead route-to-market (RTM) transformation in our owned operations in Mexico and Brazil, and strengthen expansion through third-party distributors in the rest of LATAM.

The Head of Commercial Excellence LATAM will connect regional strategy with local execution, establishing scalable operating models, stronger commercial capabilities, clear accountability, and measurable business impact.

Role Responsibilities

Commercial strategy & operating modelPartner with the LATAM MD to define the transformation roadmap; harmonize operating standards, ways of working, decision rights and governance, while adapting to local market needs.

RTM transformation - Mexico & BrazilLead country RTM transformation programs covering channel and customer strategies, coverage, segmentation, salesforce deployment, distribution and commercial productivity; track implementation and benefits.

Distributor markets & geographic expansionUnify and improve the approach to market prioritization, distributor development, geographic expansion, commercial planning and performance across third-party markets.

Commercial capabilities & peopleOwn the LATAM commercial capability agenda; identify skill gaps, deploy tools and training, and reinforce shared commercial principles and a culture of continuous improvement.

Planning & execution excellenceConnect portfolio and brand-market priorities to annual commercial plans, customer/distributor execution and high-quality outlet standards.

Performance & governanceSet common regional KPIs, scorecards and business-review routines; convert performance gaps into clear actions, owners, deadlines and outcomes.

Americas integration & cross-country leadershipServe as LATAM\'s key counterpart to Americas Commercial Excellence and Strategy; cascade relevant opportunities, represent LATAM needs and coordinate local Commercial Excellence Managers and Commercial Directors.

Qualifications

• 10-15 years of progressive experience across Commercial, Sales Strategy, Commercial Excellence, RTM or transformation, ideally in FMCG, spirits or beverages.
• Track record designing or transforming distribution networks, operating models or multi-market commercial organizations.
• Strong strategic thinking combined with hands-on delivery, analytical judgment, change leadership and the ability to influence in matrix structures.
• Experience with direct and indirect go-to-market models, commercial planning, capability building and distributor/customer management.
• Fluent English and Spanish; Portuguese highly desirable. Regional LATAM experience preferred.

While relocation, immigration, and/or tax compliance support are not guaranteed, we may offer assistance to successful candidates depending on factors such as role requirements in accordance with company guidelines.

At Suntory Global Spirits, people are our number one priority, and we believe our people grow together in diverse and inclusive environments where their unique insights, experiences and backgrounds are valued and respected. Suntory Global Spirits is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, military veteran status and all other characteristics, attributes or choices protected by law. All recruitment and hiring decisions are based on an applicant’s skills and experience.